Job Description

EXTERNAL KEY ACCOUNT MANAGER (KAM)

Scope:Be accountable for developing business with a set of External Key Accounts, delivering the expected sales commitment every year.

Purpose of the role: Implement the Seed Applied Technology strategy, at customer level, securing Corteva’s business commitment at the end of every fiscal year. Be the commercial single point of truth in front of External Key Accounts (External Seed Companies, Seed Multipliers, Distributors, Cooperatives, Agri Holdings), providing technical support, demand creation and post-sales follow up.

Responsibilities

· Achieve commercial targets of SAT business on the assigned Key Accounts.

· Develop contacts and strong regular relationship management at all decision-making/decision influencing levels with key countries, aligned with global guidance.

· Drive long-term relations, market share, and increase of loyalty to Brand and Corteva services.

· Uses extensive knowledge of customers’ total needs and product offerings to form account strategies and promote long-term value creation.

· Indirectly lead and coordinate marketing/sales team across Commercial Units territories to achieve SAT goals.

· Drive “value selling” approaches through customized solution deployment.

· Perform market evaluation: segment exploration, market assessment, opportunity identification, market potential and attractiveness evaluations.

· Secure supply to the external accounts.

· Manage credit risk and on-time collection for assigned customers.

· Ensure proper product stewardship and compliance with EH&S, sales processes, and company policies. Drive the best safety and internal policy practices by self-example.

· Coach others on identifying and delivering a total customer solution (value and technical standpoint).

· Build efficient working relations with different functions within the company to ensure efficient
cooperation regarding commercial operations.

· Deliver a KA book every year, with the updates from each key account.

· Manage monthly sales and forecast accuracy.

Requirements

· Higher degree in agronomy, agriculture, economics, or related area.

· At least 8-10 years of experience in sales management in the agriculture industry.

· Knowledge of the agricultural market specifics, products, seed industry, CPP would be a significant advantage.

· Cross-country sales experience would be an advantage.

· Team leadership experience would be an advantage.

· Strong Interpersonal skills.

· Organizational skills, sense of accuracy.

· Strong result orientation.

· Autonomy, proactivity.

· Sense of commitment and responsibility.

· Stress resistance.

· Strong communication and presentation skills; previous coaching/training experience considered as a plus.

· Conflict resolution experience.

· Fluent English and German is a must. Other language is a plus.

· Valid driving license and driving experience; openness for frequent international travel.

Key Stakeholders and Interactions

· Internal: Regional SAT Leader, Commercial Unit leadership team (Commercial Unit Lead, Country Lead, Marketing Lead), Customer Service, Logistics, Supply CP, R&D)

· External: Seed Companies, Potential Stakeholders/Decision makers at Industry level and other business partners.

Key scorecard

· Net Sales/Margin/Forecasting/Market Share

· Customer satisfaction (through Net Promoter Score)

Corteva Agriscience is an equal opportunity employer. We are committed to embracing our differences to enrich lives, advance innovation, and boost company performance. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, military or veteran status, pregnancy related conditions (including pregnancy, childbirth, or related medical conditions), disability or any other protected status in accordance with federal, state, or local laws.